Technology Sector Safety Partner for Asia – Role Definition
Accelerating growth for ERM via this newly reframed Service Area will require a dynamic leader in Asia with the following key elements:
Leadership Attributes
- Collaborative mindset embracing that the whole is bigger than the sum of the parts for ERM.
- Inclusive leader – working across cultures, geographies, varying experience levels and demographics.
- Ability to build trusted relationships across a diverse set of client and ERM stakeholders.
- Ability to empower and inspire ERMers to aim high and elevate their value.
- Ability to build cohesive, agile and high-performing teams and rally them around a common vision of success.
- Drive agility for self and for teams. Highly responsive to various stakeholders.
- Excellent time management to balance time across strategic and tactical areas.
- Nimble in responding to the needs of the day (e.g. fast moving opportunities, assemble chase teams quickly).
- Servant-leader mindset.
- Approachable leader.
- Ability to frame complex issues – define the problem well before starting to solve it.
- Ability to simplify and articulate complex concepts in an easy to understand manner.
- Fearless in approaching senior level contacts in client orgs. Enjoys being with clients and can lead by example in driving client facing activities.
- Comfortable in public speaking engagements (e.g. leading events, conferences, panels, etc).
Core Competencies and Qualifications
- Subject matter expert with proven track record of helping clients improve compliance and/or EHS/ESG performance in operating assets.
- Fluency across ERM’s Safety Service Area and strategic Industries.
- Ability to take end-to-end ERM safety offerings to market
Key Performance Indicators
- Sales Pipeline – Responsibility to build/maintain/grow an accurate sales pipeline for Safety to deliver Asia budgets and growth ambitions.
- Sales – Overarching responsibility to drive top-line sales for Safety to deliver Asia budgets and growth ambitions. ERM’s ambition is to double the size of our business by FY27 – requiring ~20% year-over-year net revenue growth.
- Client engagement – We expect this regional role to spend over 50% of their time and effort in being client facing to identity, advance, lead and win opportunities for ERM.
- Personal revenue generation – To be credible with clients, we expect this regional role to also be engaged in delivering high profile project work. A chargeable dollars goal will be assigned to this regional role after appointment.
- Maximize win rate – learn from wins and losses, replicate win themes.
- Drive diversity of opportunities across sub-services in Safety.
- Contribute to FTE growth tied to Safety aligned with Asia FTE and revenue budgets.
- Responsibility to drive revenue growth in Asia – backlog conversion from sales to revenue via strong ERM delivery ecosystem in Asia that is well connected globally.
- Improved rates and M – drive innovation and increase market value of our services so we can command higher rates.
- Driving up ERM’s enterprise value in FY27.
Key Responsibilities of RSL
- Service Innovation and Development
- Report to Asia Regional Commercial Director and work closely with Global Service Lead to continually refine and implement Global and Regional strategies for Safety. Similarly, work closely with the Sustainable Operations RSL in Asia and across the globe.
- Gain insights on clients’ business challenges and needs relevant to Safety across ERM’s strategic Industries by leveraging our client dimension of the business. Use these insights to reframe and sharpen our services.
- Identify which other aspects of Safety we need to invest in to take advantage of emerging market drivers – i.e. areas where there is high potential but we are currently under-invested or lack focus.
- Understand current pockets of services innovation in Safety, determine which ones are scalable and develop/execute business plan to scale up with guidance from the RCD and GSL.
- Clearly understand intersection points across services areas to create integrated services and provide end-to-end offerings to maximize value for our clients. Work closely with other Service Area RSLs in Asia and across the globe.
- Work with Technical Community leaders (Global and Regional) to coordinate and cross-pollinate Service Area innovations with Technical Community initiatives (e.g. staff training programs, technical developments).
- Client and Market Activity
- Take the largest programs in Safety to market to KCs, HGHVs and emerging high potential accounts.
- Directly and indirectly support opportunity pursuits across Accounts and Industries to improve quantity and quality of the sales pipeline and opportunity win rates.
- Work closely with Account Directors, Account Managers, Global Industry Leaders and Partners in the BUs to drive our Go-to-Market focus and opportunity pursuits.
- Identify client Accounts where there is potential for growth in Safety, i.e. Accounts where we are strong in one or two services and there is potential for service diversification, integration and penetration. Develop/execute plan to grow in those Accounts working with the ADs/AMs/Industry leaders.
- People Leadership and Scaling Up the Business
- Enable a culture of sharing best practices, innovations and commercial successes across teams, Accounts and Business Units to build momentum.
- Identify current leadership pipeline in Safety across Asia – Partners who are leading, emerging Partner leaders, staff who are leading, and emerging staff leaders. Develop/execute plans to replicate, elevate and scale up the efforts of these leaders.
- Inspire all levels of staff and Partners by clearly connecting Safety with ERM’s broader purpose to shape a sustainable future.
- Build hiring plans that are aligned with the growth plans for Safety – which geographies to hire in, what types of skillsets, candidate pools, sourcing strategies. Closely work with operational dimension of the business (BUMPs, Area Managers, Talent Acquisition, Country Managers, RCD and RCEO) to align on and drive hiring plan.
- Inform acquisition strategy and help identify key acquisition targets in strategic areas of growth for Safety. Participate in due diligence as requested by GSL.
- Branding – External and Internal
- Map high impact events (e.g. conferences) relevant to Safety in Asia and increase ERM’s presence in those events particularly with ERM speaking roles.
- Develop compelling content highlighting key insights relevant to Safety and ERM’s value. Share content in appropriate external media and events.
- Run proprietary ERM events across Asia relevant to Safety with active client presence and participation.
- Develop robust processes to routinely generate and refresh marketing collateral such as SOQs, service descriptions, descriptions of flagship projects, insights papers, etc.
- Develop materials that can be used to increase awareness of Safety across Partners and Staff, including training materials.
